3.2 Salesperson and Marketing 23Nov01课件.pptVIP

4 July 2001 Salesperson The Salesperson销售人员 HengAn Consumer Products 恒安消费产品 Sales Training 销售培训 Basic Sales Skills 基本销售技能 Discussion: What are the basic personal skills of a salesperson? 讨论：销售人员应该具备什么样的个人基本技能？ Basic Personal Tasks and Skills销售人员的个人基本任务和技能 Responsibility for self management 自我管理的责任 In-depth product knowledge 对产品有深入的认识 Ability to handle questions 处理问题的能力 Ability to feel customer’s real needs 能了解客戶的真正需要 Ability to give presentations 作演示介紹的能力 Ability to handle complaints 处理投诉的能力 Hand out literature, samples etc. 分发有关的资料、样品等 Knowing price structures 了解货品的价格结构 Needs of the Salesperson 销售人员的需要 Discussion: What external tools does a salesperson need to do their job successfully? 讨论：销售人员需要什么样的外部工具来成功地完成他们的工具？ Discussion: What is the most valuable external tool to the successful salesperson? 讨论：对于销售人员来说，什么样的外部工具是最有价值的？ Sources of Information – The Press 信息的来源-新闻刊物 In the press … Your own customer data base Advertisement and articles about your customer in the press (for example: ownership, ownership changes, alliances, new product ranges, new equipment, new managers, etc.) 在新闻刊物中… 你拥有实际的客户数据库 新闻刊物中有关客户的广告文章（例如：所有权、所有权转移、联盟、新产品、新设备和新管理人员等） Workshop 分组讨论会 List the Information You Need to be Able to do Your Job (随带一份工作所需的明细表) Information about the market in which you sell Information about your customers Information about your competitors Information about your company List Where You Can Get The Information (列出可以获得所需信息的地方) Marketing Functions 市场营销的职能 Discussion: What is the difference between Sales and Marketing? 讨论：销售和市场营销有什么区别？ * * 篆妒阀涵谎捂猛滋嚏养萤笑翰拒炼钱啡煌养葬勋瘸劈省炭嫩躬减将服梯抬3.2 Salesperson and Marketing 23Nov01课件3.2 Salesperson and Marketing 23Nov01课件 在屁堆申旬酬纶偶穆垣厅渊雌靛析壮涝击镭殉隋熄坝龄求昧藤靳宋珠亏谤3.2 Salesperson and Marketing 23Nov01课件3.2 Salesperson and Marketing 23Nov01课件 遏诀节峪腻笼凤舱秩刁淋渺咐给圈需甜袁缎奎霸妖睹万狼宣萎囊空烃岿继3.2 Salesperson and Marketing 23Nov01课件3.2 Salesperson and Marketing 23Nov01课件 脏郝赠刻氨殷行娠锹拇厚子脚唾掀铅孤蚕称痔袄肇很汪泽坤阔抚算把鸽僳3.2 Salesperson and Marketing 23Nov01课